PPIN

The following items are tagged PPIN.

Predicting Your Response to Conflict

Posted by & filed under Dispute Resolution.

Imagine an upcoming negotiation. How will you respond if your opponent seems bent on provoking an argument? If you’re like most people, you’ll have difficulty predicting your precise response. Professor Dan Gilbert of Harvard University found that when asked how a positive or negative event will affect your happiness, people accurately predict the direction of their mood but dramatically overestimate the degree of change.

Moving Toward the Cutting Edge

Posted by & filed under Negotiation Skills.

“What a small world” is an oft heard phrase used to describe anything from running into a friend far from home to discovering a group that shares your particular interests. In the first instance, the phrase conveys a sense of proximity that is paradoxical given the world and, in the second it denotes a social niche, a specialized group with shared interests. In both cases, the technology increasingly serves to tie people together, overcoming the barriers of physical distance and obscurity. William Ury, in his piece “Stay Open” for LifeByMe.com, advises us to be both resilient and present when faced with complexity.
Professor Ury explains that avoidance is one of the most common techniques people use to delay discussing a difficult issue. Rather than tackling the issue head-on, we often retreat back into the comfort of the shadows while our problem lingers and negatively affects our relations with our counterpart. To avoid this, William Ury tells us to move towards the issue, or , as he writes, “Paradoxically as I engage with a problem, getting closer to the issue, I feel safer and my heart feels lighter, because I know I’m not stepping aside from the issue, but am moving toward the cutting edge.”

Address your negotiation jitters

Posted by & filed under Negotiation Skills.

The prospect of negotiating often sparks anxiety, especially if substantive or emotional stakes are high. The mere thought of failing can be self-fulfilling. In sports, it’s called choking. While negotiators don’t have to worry about fans’ reaction to dropping the ball in a packed stadium, critical voices can come from within. The negotiation process is

Negotiate for what you really want

Posted by & filed under Negotiation Skills.

It may seem elementary, but one of the first questions you should ask when you’re thinking about negotiating for an important purchase is whether you truly want or need it.

We tend to assume that future events—such as buying a new car or signing a seemingly important contract—will have a lasting impact on our overall happiness.

Bringing outsiders to the negotiating table

Posted by & filed under Business Negotiations, Daily.

Adapted from “Why Your Negotiating Behavior May Be Ethically Challenged—and How to Fix It,” first published in the Negotiation newsletter, March 2008.

In the late 1990s, pharmaceutical company Schering-Plough filed a patent-infringement lawsuit to prevent rival Upsher-Smith from introducing a generic version of one of Schering-Plough’s products. The two companies reached an out-of-court settlement: Upsher-Smith

The link between happiness and negotiation success

Posted by & filed under Daily, Negotiation Skills.

Adapted from “How Mood Affects Negotiator Trust,” first published in the Negotiation newsletter, September 2006.

Social psychologists are learning a great deal about the connections among emotions, negotiation strategies, and decision making. Negotiation contributor Jennifer S. Lerner of Carnegie Mellon University and her colleagues have identified two critical themes. First, they have studied the carryover of

Announcing the 2011 PON Summer Fellows

Posted by & filed under Daily, PON Summer Fellowships, Students.

About the PON Summer Fellowship Program:

PON offers fellowship grants to students at Harvard University, MIT, Tufts University and other Boston-area schools who are doing internships or undertaking summer research projects in negotiation and dispute resolution in partnership with public, non-profit or academic organizations. The Summer Fellowship Program’s emphasis is on advancing the links between

Get Ready for Team Talks

Posted by & filed under Daily, Mediation.

Adapted from “Strength in Numbers: Negotiating as a Team,” by Elizabeth A. Mannix (professor, Cornell University), first published in the Negotiation newsletter, May 2005.

The widespread belief in “strength in numbers” suggests that having more players on your team should be a benefit, not a burden. But this belief can lead team members to underprepare

Dealing with Option Overload

Posted by & filed under Business Negotiations, Daily.

Adapted from “Option Overload? Manage the Choices on the Table,” by Chris Guthrie (professor, Vanderbilt University Law School), first published in the Negotiation newsletter.

Consider what happened when Randy, who was opening his first restaurant, met with Albert, the general manager of Best Appliances, to negotiate a deal. Albert pulled out a stack of brochures and

Should You Dwell on Past Negotiation Outcomes?

Posted by & filed under Conflict Resolution, Daily.

Adapted from “Learn to Negotiate with an Open Mind,” first published in the Negotiation newsletter.

After wrapping up a difficult negotiation, it’s tempting to forget about it and move on. The regret triggered by counterfactual thinking, or reflections on “what might have been,” can be so painful that many people will do whatever they can to